Strategic Account Executive - UK Public Sector

GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

You will act as a primary point of contact and the face of GitLab for our prospects and customers within the Public Sector within the UK. 

Key Role Purpose

To drive GitLab platform adoption across UK&I public sector organizations, orchestrating successful partner relationships and direct engagement across Local Authorities, Universities, Blue Light Services, Regional Healthcare Organizations, and Arms-Length Bodies, while ensuring alignment with government digital transformation initiatives.

Core Responsibilities

Strategic Account Management

• Lead GitLab platform enterprise sales across diverse public sector portfolio
• Develop and execute multi-year account strategies using MEDDPICC methodology
• Build C-level relationships across regional government bodies
• Drive platform adoption through centers of excellence
• Manage complex procurement processes across government frameworks
• Create sector-specific value propositions and business cases

Territory Development & Scale

• Build and execute strategic territory plan across public sector segments
• Create scalable prospecting and account development strategies
• Implement repeatable sector plays and reference programs
• Manage resource allocation across complex account portfolio
• Drive territory growth through new logo acquisition and expansion
• Develop territory-specific partner ecosystems

Partner Ecosystem Management

• Drive revenue through strategic system integrators
• Develop relationships with regional service providers
• Coordinate with cloud provider partnerships (AWS, Azure, GCP)
• Enable managed service provider success
• Lead joint account planning and execution
• Create scalable partner enablement programs

Required Experience & Knowledge

Public Sector Expertise

• Proven UK public sector software sales experience (5+ years)
• Deep understanding of government digital transformation initiatives
• Experience with government framework procurement
• Multi-stakeholder engagement in complex organizations
• Understanding of sector-specific requirements:
• Higher Education research computing environments
• Emergency Services command & control systems
• Healthcare information governance
• Local Authority shared services
• Regional government digital strategies

Technical Ecosystem Knowledge

• DevSecOps platform sales experience
• Understanding of complementary technologies:
• Container Platforms (OpenShift, Tanzu)
• Security Tools (Snyk, SonarQube, Aqua)
• Infrastructure Automation (HashiCorp, Ansible)
• Artifact Management (JFrog, Nexus)
• Observability Solutions (Datadog, Dynatrace)
• API Management (Kong, Apigee)
• Cloud Security (Prisma, Wiz)
• DevSecOps Pipeline Tools (Jenkins, CircleCI)

Sales Methodology & Process

• MEDDPICC methodology mastery and implementation
• Complex deal management experience
• Territory planning and scaling expertise
• Partner orchestration capability
• Proven forecast accuracy using MEDDPICC scoring
• Track record of complex deal closure
• Experience building territories from ground up

Additional Requirements

• Security clearance eligibility
• Willingness to travel across UK&I
• Experience with open source solutions
• Strong presentation and negotiation skills
• Demonstrable territory management tool proficiency
• Track record of building scalable territory models

Tools & Systems Proficiency

• CRM (Salesforce) territory management
• Account planning tools
• Pipeline analytics
• Forecast management
• Partner portal utilization
• Resource scheduling systems

Location: UK Based (Remote with Regional Travel)

About the team 

GitLab Public Sector

Government agencies strive to serve the public by providing optimal experiences to their communities. One way to do this is a successful digital transformation ensuring software is secure, manual processes are minimized, and there is collaboration between teams and vendors. GitLab supports your digital transformation because it is secure by design, reduces manual processes, and empowers collaboration to provide a positive civilian experience. GitLab, The One DevSecOps platform, is for software users in government agencies, enabling them to deliver secure software faster, automate software factory deployment, and empower collaboration to serve the public - securing the speed to mission.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.